As I mentioned the other day, I want to add on to the list that Brian Carroll has on his website for cold calling tips. You can find that article here. Today, I bring you what I would call tip #9 – Respect your prospect’s time! Read the rest of this entry »
I am going to pick up by adding a few tips of my own to Brian Carroll’s list of cold calling tips.
So here goes….. Read the rest of this entry »
So this is a question that I always like to ask folks on my team when they are struggling to generate opportunities or even getting into a strong business conversation with prospects.
What does this question refer to?
Anything “successful” is directed by a process. Look at the human body and the process of blood circulation or look at installing an underground sprinkler system. These are two “things” that work very efficiently and successfully when every step in the process is connected and working together for the end goal they are aimed at achieving.
Creating opportunities that generate forcastable revenue is no different. Read the rest of this entry »
There are schools of thought that believe that “less is best” and/or create the idea that when sharing something or trying to teach a concept that the best approach is to be “clear and concise” in your delivery. I agree that these are extremely valuable ideas and try to practice this in my day to day communication.
That being said, a critical piece of my job is training a new employee on what my clients are looking for in a qualified sales opportunity and what we need to do to achieve this deliverable, while at the same time, make the opportunity extremely appealing to the client’s sales rep. A concept I have deleveloped, perhaps concept is not the right word, but approach that I take and find extremely valuable is to relate the process of uncovering that opportunity to the creation of a painting. Read the rest of this entry »
I don’t have an answer to that one I am sorry……any suggestions?
Where am I going with this one? Well I have been thinking about how to motivate a few of my team members as they struggle with the day to day hurdles of teleprospecting.
My colleagues and I have worked with a number of clients over the course of our time at AG Salesworks. Something we are constantly faced with is that clients “want” to have us understand every in and out of there technology and their “fear” is that if we don’t have that understanding success will not follow.
A lot of people are tasked with solving problems or managing a process on a daily basis. The easiest approach to this can be to apply “fixes” or “a process” that you have used in the past to current problems or process creation.
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